Added on November 16, 2010
John O' Gorman
case , commitment , field , pilot projects , purchase
![Buyers Are Taking ‘Baby Steps’ Buyers Are Taking ‘Baby Steps’](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2Ffotolia%2F10-11%2Fbaby_steps.jpg&q=90&w=650&h=300&zc=1)
In an effort to minimize risk buyers are taking smaller steps as they progress towards major buying decisions.
Added on November 16, 2010
John O' Gorman
Goods , purchase , simplicity , support , volume
![How To Bypass The Competitive Tender? How To Bypass The Competitive Tender?](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2Ffotolia%2F10-11%2Fbypass.jpg&q=90&w=650&h=300&zc=1)
It may surprise you to know that a significant volume of large purchasing in the public sector does not go to competitive tender. Here is why.
Added on November 15, 2010
Ray Collis
CRM , forerunner , order , purchase
![There May Be Flexibility In Even The Most Rigid Buying Process There May Be Flexibility In Even The Most Rigid Buying Process](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2010%2F10%2Fbuying-process-flexibility.jpg&q=90&w=650&h=300&zc=1)
As salespeople it is easy to assume that buyers have become more machine-like in their approach to buying and that means they overlook opportunities to engage with buyers to the full extent possible.
Added on May 5, 2010
John O' Gorman
Definitely , new sales strategies , problem , purchase , response
![Selling Is Only Half The Solution! Selling Is Only Half The Solution!](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2010%2F03%2FiStock_000003535047Small.jpg&q=90&w=650&h=300&zc=1)
As a profession we are continually focused on selling, new sales strategies and techniques, pre-qualifying the sale, accelerating the sale and even closing the sale. But, selling is only half the solution! As a profession we are discovering there is a whole lot more…